reaching prospects
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A Key Competency That Differentiates Top Sales Performers From Posers
- July 21, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The bottom 50% of all salespeople are posers too. In an article last week we discussed how data can help you hire the ideal salespeople.
In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. Below I’ve shared another top/bottom analysis with different findings.
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Why This Salesperson Failed to Close the Deal
- November 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The Sales Epidemic That is Neutralizing Salespeople Everywhere
- June 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before.
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10 Steps to More Sales Opportunities
- May 23, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, no fewer than 8 salespeople sent emails to me explaining that they committed to the 8 attempts rule and, as a result, had scheduled meetings with prospects they had been chasing for a long time. The key is not to only make 8 attempts, but make 8 attempts Halloween style – haunt them – 8 attempts in 8 days.
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Top 6 Factors for Killing a Sales Opportunity or Prospect
- March 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I hear this question a lot…”When should I move on?”
You have left 6 messages and haven’t received a return call.
You have a prospect and things were moving along pretty well and now you can’t get them back on the phone.
Should you move on?